Working at Atlassian Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Overview We are looking for an Australia-based Account Executive to join our APAC Mid-Market team, reporting to APAC Mid-Market Sales Manager. You will manage accounts for our GCR-based customers helping these customers scale their use of solutions and services across multiple areas such as Agile / DevOps, Work Management and IT Service Management. As a member of the team, you will build relationships with customers and external partners, and collaborate with our internal teams to ensure customer satisfaction. Our Mid-Market sales team manages a portfolio of named customers. This includes identifying cloud first sales opportunities and cross-sell and user expansion opportunities, nurturing customer relationships, and achieving revenue targets. Simultaneously, you will serve as a strong advocate for our customers by providing valuable feedback to our product and engineering teams, contributing to the enhancement of our customer experience. To help our teams work together effectively, we are a remote-first company, however you can also work from one of our offices, whenever you like - the role does require you to be located in Australia . Responsibilities - Develop and implement named account or territory plans geared at both maximising expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success - Build strategic relationships with customers and articulate how our value proposition addresses their challenges, strategy and needs - Identify and qualify leads, build relationships with key decision makers, understand customer needs, deliver sales presentations, and close deals - Provide regular accurate sales forecasts, reports, and updates to management. - Stay updated on industry trends, market dynamics, and competitor activities within the South East Asia mid-market segment. - Build a strong relationship with channel partners to ensure effective collaboration for the benefit of our customers At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range. This role may also be eligible for benefits, bonuses, commissions, and equity. Qualifications - 5+ years of experience in a quota-carrying B2B software sales role focused on the Greater China region - Experience growing mid-market or enterprise accounts within the Greater China market - Solution selling to VP and C-level Executives - Proven track record of exceeding performance targets - Building and leading territory & strategic account plans - Experience leading account teams to drive successful customer outcomes - Mastery in using a CRM to achieve and correlate performance metrics - You are fluent in English and Mandarin (speaking and writing). Proficiency in Cantonese would be an advantage. Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh . In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.

• Build and maintain strong relationships with new and existing business customers • Identify and develop new business opportunities through outreach and prospecting • Understand customer needs and recommend tailored solutions • Achieve and exceed sales and performance goals • Collaborate with internal teams to ensure seamless customer experience • Manage a pipeline of opportunities and track progress in CRM tools • Deliver compelling presentations and product demonstrations • Stay informed on market trends and competitive landscape

• Evaluate potential of licensing/media partnerships and business development • Act as a partner to the client/brand, guiding them through ideal scenarios to drive awareness, growth, and revenue • Retain named and growth account relationships, while fostering new business opportunities to ensure growth • Collaborate effectively with editorial, media, display, marketing, and affiliate teams, fostering a healthy work environment • Drive internal/external meetings on strategy and client relationships to achieve KPIs, targets, and goals • Maintain a full understanding of the client base and industry trends • Negotiate new and existing licensing contracts • Provide fresh insights to ensure constant effectiveness and work efficiency • Accurately forecast and maintain a thorough understanding of the sales pipeline • Create and communicate business plans to meet quarterly and annual revenue targets with a focus on sustained profitability

• Visitas comerciais presenciais (em torno de 20 visitas/semanal); • Praça de atendimento - Norte e Nordeste; • Gestão de carteira com atendimento presencial, telefone, e-mail e WhatsApp; • Prospecção, gerenciamento de carteira, treinamentos online e presencial da plataforma para os agentes de viagens da QBY e Queensberry; • Participação em eventos e feiras; • Agendamento, reporte de visitas e de despesas semanal; • Conduzir negociações, reuniões e visitas comerciais para apresentação da empresa; • Atuar como principal ponto de contato do cliente; • Utilizar e treinar os agente na plataforma para criação de cotações, gestão de reservas, vouchers e pagamentos; • Acompanhar indicadores de performance (conversão, vendas);